Revenue Management Tools
GROUP PARAMETERS:
The group parameter tool will facilitate the process of setting rate guidelines for potential group business,
while allowing maximum functionality for the revenue manager. Group parameter files are for one
calendar year each. You will be provided with enough files to carry you through to 2011-2012. Files for
future years will be distributed on a yearly or “as needed” basis.
There are five sheets on this file:
1. The “Group” sheet is where your night auditors will be entering your day by day “on the
books” figures as well as groups (definite & tentative) on the books.
2. The “Core Market” sheet is where you will be protecting rooms for your core market.
3. The “Committed” sheet is entirely automatic. This is where the calculations are made on how
many rooms need to be protected by date.
4. The “Parameters” sheet is the actual “Group Parameters” that will be printed out and
distributed throughout the hotel.
5. The “Seasons” sheet is where the revenue manager will be spending most of his/her time.
This is where demand levels (seasons) are set, as well as rate parameter guidelines.
*** A macro will run each time that you open this file. It is bringing over “core market” information
from the current “FPH” file. This could take up to a minute, depending on the speed of your
network. Let the macro run until it is completed. ***
1) GROUP
Your night audit team will be updating this sheet on a daily basis. Very simple data entry:
2
Jan-01
1/1
Mo
1/2
Tu
1/3
We
1/4
Th
1/5
Fr
1/6
Sa
1/7
Su
1/8
Mo
1/9
Tu
1/10
We
1/11
Th
1/12
Fr
1/13
Sa
1/14
Su
1/15
Mo
Grp
44
44
44
44
44
44
44
44
70
70
70
44
44
50
70
OB
80
100
125
100
95
115
95
175
200
235
190
170
140
140
225
5 Feb-01 Grp
2/1
Th
75
2/2
Fr
44
2/3
Sa
44
2/4
Su
65
2/5
Mo
70
2/6
Tu
70
2/7
We
70
2/8
Th
44
2/9
Fr
65
2/10
Sa
65
2/11
Su
44
2/12
Mo
100
2/13
Tu
100
2/14
We
100
2/15
Th
125
OB
220
150
160
140
200
250
276
200
180
180
160
168
175
193
154
GRP: represents your Definite and Tentative groups on the books for each day (includes Air Crew).
OB: represents your overall rooms on the books for each day.
2011
Delta Hotels and Resorts - Revenue Management Tools – Group Parameters
Page 1
2) CORE MARKET
What is your “Core Market”?
Your core market is comprised of the market segments that you consistently want to stay in your hotel no
matter what. This would either be based on rate ($$$) or relationship. For example, you would always
want to include your “high, medium & low” demand segments in your core market as you control the rate
and MLOS requirements for these segments. The same would apply for “Corporate” as your DC rate is
based on your Rate Levels.
Heavily promoted packages may require you to include them into your core market in order to get value
back on your advertising dollars. You may want to protect your “Preferred” segments to maintain the
relationship with these most frequent corporate travelers. Many hotels accept government business as
“filler”. If this were the case, then you would not want to include them as part of your “core market”.
Feeds from the “FPH” files:
The “FPH” files contain your forecasted “Core Market” for the next three months (based on the segments
you “ticked” off). This will feed into the “Core Market” sheet on the “Group Parameter” file. When
opening the Group Parameters file, a “date activated” macro will copy your forecasted Core Market data
for the current month and the next two months into the sheet. This data will appear in a black font. All
remaining months in blue fonts need to be entered manually.
Example:
5
2/1
2/2
2/3
2/4
2/5
2/6
2/7
Feb-01
Th
Fr
Sa
Su
Mo
Tu
We
103
78
65
60
115
131
142
On any day in February, the macro will copy the daily “Core Market”
totals from your “FPH” and paste them into the columns for February,
March & April. May 1st to December 31st will remain in blue font and
must be updated manually. Same applies for the “Group Parameter”
files for future years.
5
3/1
3/2
3/3
3/4
3/5
3/6
3/7
Mar-01
Th
Fr
Sa
Su
Mo
Tu
We
103
78
65
60
115
131
142
1
4/1
4/2
4/3
4/4
4/5
4/6
4/7
Apr-01
Su
Mo
Tu
We
Th
Fr
Sa
60
115
131
142
103
78
65
3
5/1
5/2
5/3
5/4
5/5
5/6
5/7
May-01
Tu
We
Th
Fr
Sa
Su
Mo
140
155
120
78
65
60
140
Manual entry from May 1st onwards
The Revenue Manager should forecast the “Core Market” data for future months (in blue). The
assumptions for this forecast should be based on your actual historical market segment report for the
applicable month(s). It does not necessarily need to be updated daily. However you must ensure that
your assumptions are accurate and that any fluctuations in demand are taken into consideration.
2011
Delta Hotels and Resorts - Revenue Management Tools – Group Parameters
Page 2
3) COMMITTED
The “Committed” sheet does not require any data entry. This sheet determines how many rooms need to
be protected from the overall inventory in order to determine how many can be available for potential
groups.
It simply executes a calculation to determine which is greater:
“A”
“B”
Your “Core Market” + your Groups on the books
OR
Actual rooms on the books (total)
The more you look into the future, the more you will find that “A” is the greater of the two.
"A" = Core + Group Def & Ten
2
1/1
1/2
1/3
1/4
1/5
1/6
Jan-01
Mo
Tu
We
Th
Fr
Sa
A
159
175
186
147
122
109
B
80
100
125
100
95
115
"B" = Actual OB
C
159
175
186
147
122
115
5
2/1
2/2
2/3
2/4
2/5
2/6
"C" = Greater of the two ("C" drives your parameters )
Feb-01
Th
Fr
Sa
Su
Mo
Tu
A
178
122
109
125
185
201
B
220
150
160
140
200
250
5
3/1
3/2
3/3
3/4
3/5
3/6
C
220
150
160
140
200
250
Mar-01
Th
Fr
Sa
Su
Mo
Tu
A
173
168
145
115
190
211
B
154
133
137
112
154
161
4) PARAMETERS
The “Parameter” sheet is the sheet that will be printed out for distribution to Sales Managers providing
them with the rate parameters for each day of the year.
This sheet takes it’s occupancy information from the “Committed” sheet and cross-references it with the
data provided in the “Seasons” sheet. There is absolutely no data entry required on this sheet. The
actual “mechanics” happen on the “Seasons” sheet. Read on and you’ll have a better understanding of
how this works.
February-01
5
2/1
2/2
2/3
2/4
2/5
2/6
2/7
2/8
2/9
2/10
2/11
2/12
2011
Th
Fr
Sa
Su
Mo
Tu
We
Th
Fr
Sa
Su
Mo
March-01
5
Avail
Sell Code
56
126
116
136
76
26
0
76
96
96
116
61
B
C
C
C
B
A
FULL
B
C
C
C
B
5
5
5
5
5
5
5
5
5
5
5
5
3/1
3/2
3/3
3/4
3/5
3/6
3/7
3/8
3/9
3/10
3/11
3/12
Th
Fr
Sa
Su
Mo
Tu
We
Th
Fr
Sa
Su
Mo
Avail
Sell Code
103
108
131
161
86
65
54
113
154
164
91
36
C
C
C
C
C
B
B
C
C
C
C
B
5
5
5
5
5
5
5
5
5
5
3
3
Delta Hotels and Resorts - Revenue Management Tools – Group Parameters
Page 3
C
173
168
145
115
190
211
Group Rate Calculator – Multiple Dates:
This tool will assist Sales Managers and/or the Revenue Manager in “blending” rates for a group that will
be staying over multiple dates with various price points showing on the GRRP for those dates.
Frequently we are in the habit of simply taking the price points available and dividing the total by the
number of nights the group will be inhouse. The above will help in maximizing revenues when going
through this process as not only should the price points offered over those dates be considered, but as
well the amount of room nights, per night, the group will be staying at the Hotel.
5) SEASONS
The “Seasons” sheet contains most of the functionality that drives this file. It’s an extremely large sheet
and contains several navigational macros to help you get around. Here’s a map of what the entire sheet
looks like:
Master Seasons Grid (Rate & Occ Setting)
Home
Worksheet Map
Actual Season Summary
MASTER SEASONS GRID
For:
Type Hotel Name in "Group" sheet (cell B1)
Type Hotel Name in "Group" sheet (cell B1)
Assigning Seasons (Dates & Demand Level)
SEASON 1
From
1-Jan-01
5
To
11-Mar-01
Click Here to go to
"Season 2"
SEASON 1
1-Jan-01
2-Jan-01
3-Jan-01
4-Jan-01
5-Jan-01
6-Jan-01
7-Jan-01
8-Jan-01
9-Jan-01
10-Jan-01
11-Jan-01
5
5
5
5
5
5
5
5
5
5
5
RATES IN EFFECT FOR:
Demand
Group type
Small
Med
Large
Other
5
A
$91
$91
$91
$91
1-Jan-01
TO
11-Mar-01
B
$81
$81
$86
$81
C
$70
$76
$81
$60
D
$65
$70
$76
$52
Occ Parameters (="C" on Commited)
Parameter
Between
Season 1
Code
Min
Max
399
FULL
301 Click Here
398 to go to "Master"
A
151
300
B
Season
Grids
51
150
C
0
50
D
Demand
Group type
Small
Med
Large
Other
1
A
$175
$175
$175
$175
Highest
B
$155
$155
$165
$155
Demand
Group type
Small
Med
Large
Other
2
A
$149
$149
$149
$149
High Demand Period
B
C
D
$132
$115
$106
$132
$123
$115
$140
$132
$123
$132
$98
$84
Code
FULL
A
B
C
D
Min
399
325
176
76
0
Max
Demand
Group type
Small
Med
Large
Other
3
A
$126
$126
$126
$126
Average Demand Period
B
C
D
$112
$98
$90
$112
$105
$98
$119
$112
$105
$112
$83
$72
Code
FULL
A
B
C
D
Min
399
351
201
101
0
Max
Demand
Group type
Small
Med
Large
Other
4
A
$107
$107
$107
$107
Low Demand Period
B
C
D
$95
$83
$77
$95
$89
$83
$101
$95
$89
$95
$71
$61
Code
FULL
A
B
C
D
Min
411
376
250
150
0
Max
Demand
Group type
Small
Med
Large
Other
5
A
$91
$91
$91
$91
Lowest Demand Period
B
C
D
$81
$70
$65
$81
$76
$70
$86
$81
$76
$81
$60
$52
Code
FULL
A
B
C
D
Min
416
386
301
201
0
Max
Demand Period
C
D
$135
$125
$145
$135
$155
$145
$115
$99
398
324
175
75
398
350
200
100
1-Jan-01
TO
11-Mar-01
B
$81
$81
$86
$81
C
$70
$76
$81
$60
D
$65
$70
$76
$52
RATES IN EFFECT FOR: 12-Mar-01
TO
25-Mar-01
Demand
Group type
Small
Med
Large
Other
C
$70
$76
$81
$60
D
$65
$70
$76
$52
RATES IN EFFECT FOR:
Demand
Group type
Small
Med
Large
Other
5
A
$91
$91
$91
$91
Print Actual
Seasons Summary
(legal paper)
Season 2
5
A
$91
$91
$91
$91
B
$81
$81
$86
$81
RATES IN EFFECT FOR: 26-Mar-01
TO
30-Apr-01
B
$112
$112
$119
$112
C
$98
$105
$112
$83
D
$90
$98
$105
$72
1-May-01
TO
30-Jun-01
B
$132
$132
$140
$132
C
$115
$123
$132
$98
D
$106
$115
$123
$84
1-Jul-01
TO
3-Sep-01
B
$95
$95
$101
$95
C
$83
$89
$95
$71
D
$77
$83
$89
$61
Season 3
Demand
Group type
Small
Med
Large
Other
410
375
249
149
3
A
$126
$126
$126
$126
RATES IN EFFECT FOR:
Season 4
Click Here to go to
"Master" Season
Grids (top of sheet)
SEASON 2
Click Here to go to
"Season 1"
Demand
Group type
Small
Med
Large
Other
415
385
300
200
2
A
$149
$149
$149
$149
RATES IN EFFECT FOR:
Season 5
SEASON 2
From
12-Mar-01
To
25-Mar-01
MACROS
5
Click Here to go to
"Season 3"
12-Mar-01
13-Mar-01
14-Mar-01
15-Mar-01
16-Mar-01
17-Mar-01
18-Mar-01
19-Mar-01
20-Mar-01
21-Mar-01
5
5
5
5
5
5
5
5
5
5
RATES IN EFFECT FOR:
Demand
Group type
Small
Med
Large
Other
5
A
$91
$91
$91
$91
12-Mar-01
TO
25-Mar-01
B
$81
$81
$86
$81
C
$70
$76
$81
$60
D
$65
$70
$76
$52
Click here to go to:
"Actual Seasons
Summary"
Demand
Group type
Small
Med
Large
Other
4
A
$107
$107
$107
$107
etc…
Click Here to go to "Master" Season
Grids to Set your pricing &
occupancy parameters
etc…
Master Seasons Grid:
The “Master Seasons Grid” can be found by clicking on any of the lime green text boxes. A macro will
bring you to the part of the sheet where this resides. This is where you will be assigning the rates
associated with each “demand period”.
There are 5 “Demand Periods”: “Demand Period 1” is your highest demand period. “Demand Period 5” is
your lowest demand period.
2011
Delta Hotels and Resorts - Revenue Management Tools – Group Parameters
Page 4
For each demand period, you will need to assign rates for each “group type”. In the past, we have
defined group types by their size. We have since moved to an approach where, depending on the Hotel’s
needs, the RM may chose to set the GRRP up with a group type based on the size of the group OR by
group market segmentation.
The logic behind this is that regardless of the type of group you’re dealing with, they will still be occupying
rooms in your hotel and taking away from your overall availability. While a large group is still “good
business”, it will significantly reduce your opportunity to maximize revenues once it’s booked and should
therefore be paying a higher price. Whereas a smaller group will help you to build occupancy, while still
providing you the opportunity to generate more revenue on the remaining available rooms. This goes
against the “volume discount” theory that has sometimes been used, but makes much more sense from a
revenue management perspective. Alternatively we recognize there are Hotels and/or Markets that
currently this theory is not working for them, hence the reasoning behind giving the Hotels the option.
There is a place for you to assign price points for “Other” groups. You may use these for any “special”
types of business that you would accept based on relationship or other exceptional circumstances such
as high rate resistance (ie: S.M.E.R.F.) Should you chose to set the GRRP up based on group market,
there “other” is replaced with “Wknd / Low”.
Demand
Group type
Small
Med
Large
Other
1
A
$175
$175
$175
$175
Highest Demand Period
B
C
D
$155
$135
$125
$155
$145
$135
$165
$155
$145
$155
$115
$99
Occ Parameters (="C" on Commited)
Parameter
Between
Code
Min
Max
300
FULL
250
299
A
200
249
B
100
199
C
0
99
D
You will also need to assign occupancy parameters for each “Demand Period”. In the above example,
the hotel has 276 rooms. Setting the “FULL” parameter at 300 allows for overbooking. The occupancy
parameters will read from the figures on the “committed” sheet. Remember that “committed” is the
greater of:
“A”
Your “Core Market” + your Groups on the books
OR
“B”
Actual rooms on the books (total)
You will need to assign price points and occupancy parameters to all five “Demand Periods”
MASTER SEASONS GRID
Delta St. John's
2011
Occ Parameters (="C" on Commited)
Parameter
Between
Code
Min
Max
300
FULL
250
299
A
200
249
B
100
199
C
0
99
D
Demand
Group type
Small
Med
Large
Other
1
A
$175
$175
$175
$175
Highest Demand Period
B
C
D
$155
$135
$125
$155
$145
$135
$165
$155
$145
$155
$115
$99
Demand
Group type
Small
Med
Large
Other
2
A
$149
$149
$149
$149
High Demand Period
B
C
D
$132
$115
$106
$132
$123
$115
$140
$132
$123
$132
$98
$84
Code
FULL
A
B
C
D
Min
286
250
200
100
0
Max
Demand
Group type
Small
Med
Large
Other
3
A
$126
$126
$126
$126
Average Demand Period
B
C
D
$112
$98
$90
$112
$105
$98
$119
$112
$105
$112
$83
$72
Code
FULL
A
B
C
D
Min
276
250
200
100
0
Max
Demand
Group type
Small
Med
Large
Other
4
A
$107
$107
$107
$107
Low Demand Period
B
C
D
$95
$83
$77
$95
$89
$83
$101
$95
$89
$95
$71
$61
Code
FULL
A
B
C
D
Min
276
250
200
100
0
Max
Demand
Group type
Small
Med
Large
Other
5
A
$91
$91
$91
$91
Lowest Demand Period
B
C
D
$81
$70
$65
$81
$76
$70
$86
$81
$76
$81
$60
$52
Code
FULL
A
B
C
D
Min
276
250
200
100
0
Max
285
249
199
99
Remember, blue
fonts are for you
to enter data!
275
249
199
99
275
249
199
99
275
249
199
99
Delta Hotels and Resorts - Revenue Management Tools – Group Parameters
Page 5
You will also have an opportunity to “define” what size constitutes a “small”, “medium” or “large” group.
This is at the bottom of the “Master Seasons Grid”.
GROUP DEFINITIONS
Small:
Med:
Large:
Less than
Between
Higher than
31
31 & 99
99
Should you decide to move to setting the GRRP up based on Group Market, please keep
this in mind when setting up the price points and occupancy parameters in the Master
Seasons grid, as obviously this may change how you want to set up the prices associated
with the corresponding market segment.
We have now provided an area to be able to set the increments between room types, based on Demand
level.
For each Demand level, by entering the increments between the room types, this information will now
display on the Parameters that are printed for distribution.
Setting Seasons:
Now that you have defined your 5 “Demand Periods”, you may now proceed to set up your seasons.
Here’s an example for Delta St. John’s:
For:
2001 ACTUAL SEASONS SUMMARY
Delta St. John's
RATES IN EFFECT FOR:
Demand
Group type
Small
Med
Large
Other
5
A
$91
$91
$91
$91
1-Jan-01
TO
10-Mar-01
B
$81
$81
$86
$81
C
$70
$76
$81
$60
D
$65
$70
$76
$52
TO
25-Mar-01
C
$98
$105
$112
$83
D
$90
$98
$105
$72
TO
30-Apr-01
C
$98
$105
$112
$83
D
$90
$98
$105
$72
TO
30-Jun-01
C
$115
$123
$132
$98
D
$106
$115
$123
$84
RATES IN EFFECT FOR: 11-Mar-01
Demand
Group type
Small
Med
Large
Other
3
A
$126
$126
$126
$126
B
$112
$112
$119
$112
RATES IN EFFECT FOR: 26-Mar-01
Demand
Group type
Small
Med
Large
Other
3
A
$126
$126
$126
$126
B
$112
$112
$119
$112
RATES IN EFFECT FOR: 1-May-01
Demand
Group type
Small
Med
Large
Other
2011
2
A
$149
$149
$149
$149
B
$132
$132
$140
$132
St. John’s is traditionally slower in the winter
months and picks up in the spring for a busy
May and June.
By assigning a demand level to each season,
they will be guiding the parameters to suggest a
higher price for the same occupancy level based
on which season the group is looking to stay at
the hotel.
There are 15 seasons built into this sheet. As
each Group Parameters file is only for a
calendar year, this provides you with enough
seasons to run through a 12 month span.
This “Season Summary” sheet is NOT where
you will be assigning the dates to each season.
The following page outlines the process to set
up your seasons.
Delta Hotels and Resorts - Revenue Management Tools – Group Parameters
Page 6
Seasons must be set chronologically. It’s crucial that your dates “make sense”. “Season 1” must start on
January 1st. “Season 2” must start the day immediately after the “end date” for “Season 1”, and so on.
To start this process, click on either the “home” button, or the “Season 1” button on the “Season
Summary”.
SEASON 1
From
1-Jan-01
To
10-Mar-01
SEASON 1
5
1-Jan-01
2-Jan-01
3-Jan-01
4-Jan-01
Click here to go to: "Actual 5-Jan-01
Seasons Summary"
6-Jan-01
7-Jan-01
8-Jan-01
9-Jan-01
10-Jan-01
Click Here to go to
"Season 2"
5
5
5
5
5
5
5
5
5
5
RATES IN EFFECT FOR:
Demand
Group type
Small
Med
Large
Other
1-Jan-01
TO
10-Mar-01
B
$81
$81
$86
$81
C
$70
$76
$81
$60
D
$65
$70
$76
$52
5
A
$91
$91
$91
$91
As per usual, you need to enter your data over the blue font. Simply enter your “from” date and your “to”
date. The “to” date is inclusive.
The only other data required here is the “Demand Period” information. By placing “5” in this box, the
Delta St. John’s is indicating that’s is low (really low) season on the rock.
Once “Season 1” is set, proceed to “Season 2” by clicking the brown box (Click here to go to “Season 2”).
Click Here to go to
"Master" Season
Grids (top of sheet)
SEASON 2
Click Here to go to
"Season 1"
SEASON 2
From
11-Mar-01
3
To
25-Mar-01
11-Mar-01
12-Mar-01
13-Mar-01
14-Mar-01
Click here to go to: "Actual 15-Mar-01
Seasons Summary"
16-Mar-01
17-Mar-01
18-Mar-01
19-Mar-01
20-Mar-01
Click Here to go to
"Season 3"
3
3
3
3
3
3
3
3
3
3
RATES IN EFFECT FOR: 11-Mar-01
Demand
Group type
Small
Med
Large
Other
3
A
$126
$126
$126
$126
B
$112
$112
$119
$112
TO
25-Mar-01
C
$98
$105
$112
$83
D
$90
$98
$105
$72
Follow he same process for “Season 2”, and so on for the entire year. You don’t have to use all 15
seasons. But you must make sure that you’ve covered every date in the year, which is why your last
season used must end on December 31st.
At any time, you may click on any of the navigational macros to bring you to the previous season, the next
season, the “Master Season Grid” or the “Actual Seasons Summary”.
2011
Delta Hotels and Resorts - Revenue Management Tools – Group Parameters
Page 7
The sheet is ready to go once you have completed:


The Master Seasons Grid (occupancy and rate parameters by Demand Period and group
type)
Assigning your seasons (as described above)
Now that this is done, let’s go back and take another look at part of the Parameters sheet that will be
distributed to the sales team:
June-01
6
6/1
6/2
6/3
6/4
6/5
6/6
6/7
6/8
6/9
6/10
6/11
6/12
6/13
6/14
6/15
6/16
6/17
6/18
6/19
6/20
6/21
6/22
6/23
Fr
Sa
Su
Mo
Tu
We
Th
Fr
Sa
Su
Mo
Tu
We
Th
Fr
Sa
Su
Mo
Tu
We
Th
Fr
Sa
2011
July-01
1
Avail
Sell Code
108
61
146
46
(29)
(44)
16
108
121
86
(4)
(4)
(19)
66
83
71
62
(24)
(14)
(29)
16
118
131
C
B
C
B
FULL
FULL
A
C
C
B
FULL
FULL
FULL
B
B
B
B
FULL
FULL
FULL
A
C
C
2
2
2
2
2
2
2
2
2
2
2
2
2
2
2
2
2
2
2
2
2
2
2
7/1
7/2
7/3
7/4
7/5
7/6
7/7
7/8
7/9
7/10
7/11
7/12
7/13
7/14
7/15
7/16
7/17
7/18
7/19
7/20
7/21
7/22
7/23
Su
Mo
Tu
We
Th
Fr
Sa
Su
Mo
Tu
We
Th
Fr
Sa
Su
Mo
Tu
We
Th
Fr
Sa
Su
Mo
Avail
Sell Code
121
86
86
61
96
96
96
106
51
46
61
11
(14)
(14)
(4)
0
16
36
120
120
120
106
86
C
C
C
B
C
C
C
C
B
B
B
A
FULL
FULL
FULL
FULL
A
B
C
C
C
C
C
4
4
4
4
4
4
4
4
4
4
4
4
4
4
4
4
4
4
4
4
4
4
4
Notice that the entire month of June is showing
a “2” in the sell code. This is because June
was assigned as a Demand Period 2 (high
demand).
July’s dates are showing a “4” in the sell code.
St. John’s has assigned July to be a lower
demand period.
The letters in the sell code represent the
“committed” rooms for each date.
Combine the letter and the number and you
have your rate directive for the sales person.
The “legend” for each alphanumeric code is
part of the “parameters” sheet (at the bottom).
We have included an example on the next
page.
Delta Hotels and Resorts - Revenue Management Tools – Group Parameters
Page 8
DEMAND LEVEL 1
Group Type
A
B
C
D
Small
Less than
31
$175
$155
$135
$125
Medium
Between
31 & 99
$175
$155
$145
$135
Higher than
99
$175
$165
$155
$145
$175
$155
$115
$99
Large
Other
Along with the calendar and alphanumeric sell
directives for each date, the “Demand Period”
guidelines (left) appear at the bottom of the sheet.
There’s also a box at the bottom left corner of the
sheet entitled “Rate Range Finder” (see below).
A sales person could, if they wish, enter the
alphanumeric code corresponding to a date,
which would make the matching sell directive
appear in red.
DEMAND LEVEL 2
A
B
C
D
Small
Group Type
Less than
31
$149
$132
$115
$106
Medium
Between
31 & 99
$149
$132
$123
$115
Higher than
99
$149
$140
$132
$123
$149
$132
$98
$84
Large
Other
As you can see from this example, we entered
“C2” in the Rate Range Finder. This made the “C”
rates in the “Demand Level 2” table appear in red.
DEMAND LEVEL 3
Group Type
A
B
C
D
Small
Less than
31
$126
$112
$98
$90
Medium
Between
31 & 99
$126
$112
$105
$98
Higher than
99
$126
$119
$112
$105
$126
$112
$83
$72
Large
Other
The “Rate Range Finder” is nothing more than a
“shortcut”.
This information can easily be
deduced by looking at the table on a printed
version of the Group parameters.
DEMAND LEVEL 4
Group Type
A
B
C
D
Small
Less than
31
$107
$95
$83
$77
Medium
Between
31 & 99
$107
$95
$89
$83
Higher than
99
$107
$101
$95
$89
$107
$95
$71
$61
Large
Other
RATE RANGE FINDER
Enter the "Sell Code"
parameter here:
DEMAND LEVEL 5
Group Type
A
B
C
D
Small
Less than
31
$91
$81
$70
$65
Medium
Between
31 & 99
$91
$81
$76
$70
Higher than
99
$91
$86
$81
$76
$91
$81
$60
$52
Large
Other
2011
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Page 9
c2
Printing the Parameters:
The only sheet that needs to be printed and circulated is the “Parameters” sheet. It has been formatted to
print on “legal” size paper. Simply click the usual excel “print” icon. The Group Parameter sheet should
be printed and circulated at least once a week.
Future years:
Due to the size of the electronic files, we needed to build separate files for each calendar year. Use the
same process for the 2011 Group Parameter file as instructed above.
2011
Delta Hotels and Resorts - Revenue Management Tools – Group Parameters
Page 11